Timing Is Everything to Make Your Sale
Like so many things in life, timing is critical for effective sales. You can waste a lot of time and effort trying to push a sale at the wrong time. In fact, you can turn off a prospect and lose a sale that could have come at a later time. If you want to make your...
Effective Strategies to Land Large Customers
Many businesses hope to garner big customers. Often, however, it’s a “chicken and egg” problem. You can’t get big customers unless you are large and already have big customers. As founder and CEO of three Silicon Valley companies bringing innovations to conservative...
Does Your Story Attract and Inspire Talent?
Many businesses focus on pitching their stories to customers and investors. As leaders, however, your first job is to attract and inspire the talent you need. Do you have a clear and convincing story about your business? Does it engage the interest and passion of top...
Are You Just Seeing the Tip of the Iceberg with Your Customers?
Do you really know how customers decide whether to buy from you? Many sales efforts take a business-centric approach to selling. That is, they focus on what their marketing and sales people do. In starting and leading companies and coaching others to be successful,...
Build Resilience in Your Career
If you haven’t failed at something in your career, you probably haven’t explored the fullness of your talent. As Nelson Mandela said, “The greatest glory in living lies not in never falling, but in rising every time we fall.” The fear of failure often arises not from...
Drop Your Assumptions to Boost Your Success
Kevin bemoaned the nearly 100 days a year he spent on the road for his job. “I’m strung out spending virtually all of my time traveling and missing my family,” he confided. “The tennis foursome that I enjoyed kicked me out because I missed so many games. I like the...